Choose the Right Payment Solution for Your SaaS

To choose the right billing solution for your SaaS, you need to look closely at your business needs and research the available options. Selecting the right payment solution is critical for managing transactions, minimizing churn, and maximizing revenue. This guide provides information on essential factors to consider when making a decision. These steps allow you to consider payment solutions and assess their value on growth and customer experience.

Before you start evaluating different payment solutions, take the time to identify your specific requirements. Consider factors such as:

• Company stage: Are you an indie developer or a registered business? Payment service providers (PSPs) like Stripe and Braintree typically require a registered business, while some providers, like MoR, PayPro Global, do not. Merchants of Record (MoRs) provide services relevant to individual developers and larger companies with complex requirements. 
• Product Type: Are you offering a one-time purchase product, a subscription-based SaaS product, or a combination of both? This will determine the payment features you need.
• Transaction volume: Do you anticipate a high volume of transactions, or are you just starting out? Solutions designed for high-performance processing may be better suited for situations with significant data volumes.
• Average transaction value: Is your SaaS priced at a high or low price point? This can influence transaction fees.
• International expansion: Do you plan to sell your SaaS globally? If so, you’ll need a solution that supports international payments, multi-currency transactions, and handles international tax compliance.

Know the different types of payment solutions available and their key characteristics:

• Payment gateways: These act as the “digital point-of-sale” for your SaaS, securely authorizing payments. Popular examples include Authorize.Net. 
• Payment processors: These handle the behind-the-scenes work of capturing and settling funds between you and your customers. Examples include Worldpay.
• Merchants of Record (MoRs): An MoR like PayPro Global acts as the legal seller of your SaaS, handling sales tax, VAT, and other regulatory requirements, fraud management,   especially in international markets. This strategy is used to facilitate global expansion and reducing administrative burden, with varying degrees of success.

Based on your needs analysis, make a checklist of essential and desirable features for your billing solution. Look for these essential features in a billing solution:

• Compatibility: Ensure the solution integrates seamlessly with your existing website or app platform (e.g., Shopify, WooCommerce, custom-built platforms).
• The availability of diverse APIs can impact the level of integration and customization, offering flexibility.
• A dunning management system can automate the process of collecting failed payments, potentially reducing involuntary churn. Look for features like automated email reminders and flexible retry schedules.
• Customer support: It is important to provide a strong channel for addressing payment issues in a timely manner. The team should dedicate resources to providing prompt and reliable assistance to both internal and external clients.
• Data protection: Choose a processor with strong security measures, including PCI DSS compliance, to protect customer data.
• Fraudulent Activity Prevention: Implementing measures like address verification, CVV checks, and velocity checks can potentially mitigate fraudulent activity.
• Customizable checkout: Tailoring the checkout experience to individual customer preferences may potentially influence conversion rates.
• Localization: Translations of the checkouts and emails.
• Payment methods and currencies: Allow customers to choose from multiple payment methods (e.g., credit cards, PayPal, Alipay, mobile wallets, purchase orders) and currencies for their convenience. 
• Subscription management: Tools to manage subscriptions, including sign-ups, upgrades, downgrades, cancellations, proration, and recurring billing. Ensure the solution supports different subscription models (e.g., fixed, usage-based), free trials, discounts, and various subscription types (manual, automatic, hybrid).
• Sales tax management: Most SaaS businesses are required to collect and remit sales tax in various jurisdictions based on customer location. Choose a solution that automates sales tax calculation, collection, and remittance to avoid compliance headaches. MoRs may be considered due to their sales tax compliance capabilities.
• License key management: If your SaaS requires license keys, look for a solution that can generate, manage, and distribute them securely.
• Chargeback handling capabilities: Learn about various tools and processes available for efficient handling and resolution of chargebacks.
• Invoice automation: Create customized invoices for clients through the use of automated functionalities.
• Integrated marketing capabilities: Includes features such as coupons, discounts, opportunities for cross-selling, and promotional campaigns, which might relate to customer acquisition and retention.
• Mobile optimization: Mobile-optimized payment options, including mobile wallets and in-app payments.
• Analytics and data: Track subscription metrics and revenue through detailed reporting and analytics.
• Reliability and stability: Your payment solution should be a reliable and established system with a proven track record. When choosing solutions for payment processing, consider established and well-tested options, aiming to avoid potential risks or disruptions that can affect your revenue and reputation.

Analyze the pricing and fee structure of each payment solution. Don’t just focus on transaction fees; consider all associated costs, including:

• Transaction fees: Percentage-based and fixed fees per transaction.
• Transfer fees: Costs associated with moving funds to your bank account.
• Monthly cost: Charges incurred for platform usage on a recurring basis.
• Chargeback fees: Fees associated with handling customer disputes.
• International transaction fees: Fees for processing payments in different currencies.
• Alternative Payment Method fees: Include any transaction fees associated with digital wallets or other alternative payment methods you plan to offer.

Be aware of any fees that may apply, including hidden fees.